=mc Learning & Development Courses brochure

Learning + Development 2013 Transforming the performance of ethically-driven organisations

managementcentre.co.uk Leadership | Management | Organisational Development | Personal Impact and Effectiveness | Fundraising

Why choose an =mc programme?

• Outstanding trainers: we select the very best trainers to join our team. Each brings their own experience to make programmes both relevant and engaging.

If you think all learning & development is the same, then think again...

• Practical solutions: learning isn’t just about new models, theories and techniques; it’s about being able to use them in real life.

We encourage participants to work together to apply learning to individual action plans.

At The Management Centre (=mc) we help organisations – and the people who work in them – thrive during periods of uncertainty and change. That means we do things differently.

We challenge participants in a safe learning environment. And we bring to all our programmes the best tools, techniques and approaches from the private, voluntary and public sectors.

When you choose an =mc programme we make sure it has:

• Backup resources: all programmes are supported by detailed workbooks, covering not only the programme content, but additional information to consolidate learning.

• Memorable learning: we balance expert input with practical exercises, small group coaching and extended case studies – enabling participants to learn in focused yet varied ways.

Prefer to run a programme in-house?

All programmes are also available in-house, at the location of your choice. The content can be customised to your specific needs. In-house training is charged by the day not by the participant making it cost-effective for groups.

To explore the options, contact Clare Segal, Director on +44 (0) 20 7978 1516 or c.segal@managementcentre.co.uk.

• Sector relevance: we offer solutions tailored to meet the specific needs of charities, INGOs, public bodies, local authorities and cultural organisations.

Learning + Development 2013

Need a central London venue? =mc has a light and bright space available for hire. Conveniently located by the River Thames in Central London, the venue in Mill Street (SE1 2BA) has capacity for 20 people (caberet style). It is available for half and full days with or without catering depending on your event, workshop or meeting.

The Management Centre is an accredited Institute of Leadership and Management (ILM) training provider and many of our open and in-house programmes are certified by the ILM. For information on receiving ILM certification for your learning please contact us.

You can, of course, also choose to have any of these programmes run exclusively for your organisation in =mc’s venue.

Contact Pauline Bailey, Programme Manager, on +44 (0) 20 7978 1516 or p.bailey@managementcentre.co.uk.

Quick reference by programme Leadership Good to Great

4

Personal Impact and Effectiveness Transformational Presentation Skills 22

Leadership Development Programme

5

Creativity and Innovation Toolkit

22

Leading and Managing Change

7

Developing Personal Presence

24

Strategic Leadership Programme

7

Facilitation Skills

25

Influencing and Negotiating for Results

25

Managing Multiple Priorities

27

Think on Your Feet

27

31 31

Management Coaching Skills for Managers

10

Emerging Managers Programme

10

Emotional Intelligence in Management

11

Performance Management for Managers

13

Fundraising Strategic Planning Tools for Fundraising

Project Management

13

The Influential Fundraiser

Organisational Development Introduction to Consulting in Non-Profit Organisations

16

Consultancy Skills

16

Developing Commercial Awareness

18

Strategic Planning Tools

19

The Balanced Scorecard and Strategy Maps

19

For a quick reference with dates, see back cover.

For up-to-date information about these programmes and to keep abreast of the latest in management and fundraising thinking, subscribe to =mc’s newsletter at managementcentre.co.uk

managementcentre.co.uk | 1

Leadership Overview: Good to Great Transforming organisational performance One day: 18 March, 9 October. £230 + VAT Leadership Development Programme Developing, coaching and inspiring teams for greater results Three days: 12-14 March, 4-6 June, 26-28 November. £650 + VAT Leading and Managing Change Successfully taking people through challenging times One day: 21 February; 10 October. £230 + VAT Strategic Leadership Programme Developing leaders to take the organisation forward Three days: 16-18 April, 15-17 October. £650 + VAT All programmes • are in London • include a workbook • include lunch and refreshments • are also available in-house: customised content delivered at a location of your choice

Secure your place: managementcentre.co.uk/open-programmes or call +44 (0) 20 7978 1516

2 | Learning + Development 2013

I will put into practice what I have learned in many different ways. All the techniques and theories related back to very fundamental and practical applications. Excellent.

Sandra Hamrouni, Director, British Council Bahrain

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Good to Great Transforming organisational performance

=mc Good to Great Model

Adapted from Jim Collins’ seminal book, Good to Great is a challenging programme for CEOs, heads of departments and managers that will transform performance across the organisation, in a department or division, or within a team.

Clock Building

The programme introduces participants to the three key principles of disciplined people, disciplined thought and disciplined action. It provides a guide to transformation through level 5 leadership, getting the right people on the bus, confronting the brutal facts, clarifying your ‘hedgehog concept’, creating a culture of discipline, and developing innovation accelerators.

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Participants are able to • understand what ‘Great’ means and why it’s different from ‘Good’ • audit current performance and identify areas for improvement • implement the Good to Great model

Level 5 Leadership

First Who… Then What

Disciplined People

Confront the Brutal Facts

Hedgehog Concept

Disciplined Thought

The Flywheel

On-line assessment 1 day: 18 March, 9 October | £230 + VAT managementcentre.co.uk/g2g

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Culture of Discipline

Innovation Accelerators

Disciplined Action

Leadership Development Programme Developing, coaching and inspiring teams for greater results The Leadership Development Programme is designed for managers with a minimum of two years’ experience of line management and functional responsibility. It offers a toolkit to challenge and motivate both themselves and their team, taking their skills to a higher level.

Over three intensive days participants learn what makes a successful leader, and discover their Intelligent Leadership profile – a 360° leadership model developed by =mc specifically for non-profit leaders. A series of exercises build participants’ awareness of how effective they are in the leader’s role. The programme also covers the key motivation theories to performance, models of leadership, and the importance of flexibility in leadership style.

Participants are able to • adapt their leadership style according to the person and the situation • shape and develop high performing teams • lead teams during times of change 3600 feedback 3 days: 12-14 March, 4-6 June, 26-28 November | £650 + VAT managementcentre.co.uk/ldp

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Excellent course – energetic, knowledgeable and inspiring. One of the best training events I’ve attended in years.

Kevin Wright, Commercial Manager, Royal Shakespeare Company

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Leading and Managing Change Successfully taking people through challenging times Leading and Managing Change is designed for individuals leading or managing organisational change – whether a re-structure, a new culture or a merger – as well as other individuals who trouble-shoot change challenges.

Based on =mc’s adaptation of Kotter’s model, this programme provides a solid framework to start and shape the change process, or to re-energise a faltering one. As part of a rigorous eight-phase approach, participants learn to identify change drivers and approach different types of change.

They also explore the ‘softer’ side, including how to use emotional intelligence in change. Participants have the opportunity to complete the =mc online change-readiness audit on their organisation.

Participants are able to • tackle both transformational and incremental change • adapt their style between seven key change roles • overcome and respond to resistance to change

Strategic Leadership Programme Developing leaders to take the organisation forward The Strategic Leadership Programme provides a high-level skill set for individuals in, or stepping up to, more senior roles, including CEOs of smaller charities, head of departments or divisions in larger organisations, and ambitious middle managers.

The programme provides powerful feedback and expert tutor input. It focuses on three core impact areas – Leadership, Change and Strategy. The Leadership module includes a 360° assessment and coaching using Kouzes and Posner’s Leadership Practices (LPI) model. The Change module provides powerful tools to successfully implement integrated change – while maintaining motivation.

The Strategy module introduces key tools in developing strategy.

Participants are able to • become high-achieving leaders, acting decisively and effectively • understand how to create an empowering culture • create systematic approaches to drive change • use cutting-edge tools to create a successful strategy

Online change assessment tool 1 day: 21 February, 10 October | £230 + VAT managementcentre.co.uk/lmc

121 coaching | 360° feedback 3 days: 16-18 April, 15-17 October | £650 + VAT managementcentre.co.uk/sl

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Management Overview: Coaching Skills for Managers Helping individuals improve performance Two days: 18-19 June. £450 + VAT Emerging Managers Programme The essential management toolkit for new managers Three days: 26-28 March, 2-4 July, 5-7 November. £650 + VAT Emotional Intelligence in Management Developing interpersonal and intrapersonal skills for work One day: 4 March. £230 + VAT

All programmes • are in London • include a workbook • include lunch and refreshments • are also available in-house: customised content delivered at a location of your choice

Performance Management for Managers Maximising organisational effectiveness through individual performance Two days: available in-house – customised content delivered at location of your choice Project Management Planning and managing projects successfully Three days: 19-21 March, 25-27 June, 12-14 November. £650 + VAT

Secure your place: managementcentre.co.uk/open-programmes or call +44 (0) 20 7978 1516

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© ACTION FOR CHILDREN

I was so impressed with the trainer and the programme. She created a great group dynamic – and it’s the first time I’ve actually stayed in touch with some of the other attendees. And that’s already proved really useful.

Michael Mabbitt, Senior Data Care Fundraiser, Action for Children

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Coaching Skills for Managers Helping individuals improve performance Coaching Skills for Managers helps develop more productive, confident and self-reliant staff and volunteers, using a non-directive approach. It is ideal for managers and others who support the development of other people.

Over the two days participants explore the structure of the coaching process and begin to develop their own coaching style through a number of guided 1-2-1 and small group sessions. Participants practice skills including goal setting, building rapport, listening, questioning techniques and effective contracting.

Participants are able to • understand the qualities of a successful coach and where it fits in a management portfolio • use the GROW coaching model to connect individual and organisational performance • reframe limiting beliefs or other psychological barriers that impact on performance

2 days: 18-19 June | £450 + VAT managementcentre.co.uk/cs

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Emerging Managers Programme The essential management toolkit for new managers The Emerging Managers Programme is designed for recently appointed managers and individuals with management potential. It delivers practical tools and techniques to help them manage themselves and their team.

The three days focus on participants’ responsibility for achieving results, equipping them to build and work through successful teams and resolve challenges. Each participant has the opportunity to lead live exercises and receive feedback from fellow participants, enabling them to grow in confidence and improve their personal effectiveness.

Participants are able to • understand their own management style preference – and learn to access other styles • use enhanced communication skills to get their case across and make an impact • manage performance using feedback skills, effectively addressing performance challenges 3 days: 26-28 March, 2-4 July, 5-7 November | £650 + VAT managementcentre.co.uk/em

Emotional Intelligence in Management Developing interpersonal and intrapersonal skills for work Emotional Intelligence in Management offers a way to improve how we communicate with others, helping maintain motivation and momentum even under pressure.

CONTACT A FAMILY – IRWIN MITCHELL SUPPORT

This programme explores the origins of EI, its importance in management and personal development, and its distinctiveness from ‘conventional’ intelligence. Participants discover the practical implications of the five EI dimensions: self-awareness, self-regulation, motivation, empathy and social skills. They take part in an assessment of their own EI and learn how to use EI techniques in meetings, appraisals, presentations and even emails.

An excellent programme – superbly paced with wellfocused learning objectives and outcomes. I enjoyed the activities and the tools are instantly usable and applicable.

Alexandria Burch, Information Manager, Contact a Family

Participants are able to • increase their awareness of themselves and their impact on others • maintain and nurture their own motivation in challenging situations • build rapport with others quickly and effectively in difficult situations

1 day: 4 March | £230 + VAT managementcentre.co.uk/ei

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I always like a new bit of theory and the section on motivation was brilliant. Plus I really enjoyed having the chance to reflect. The programme has many practical applications which are useful on both a professional and a personal level.

MIND

Vicky Nash, Head of Policy and Campaigns, MIND

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Performance Management for Managers Maximising organisational effectiveness through individual performance Performance Management for Managers is designed for individuals wanting tools and techniques to get the best out of others. It builds confidence and provides skills in managing for results.

Project Management Planning and managing projects successfully Project Management enables participants to plan, manage and deliver projects on time and to specification. It is also relevant to individuals seeking to maximise their contribution in project teams or manage multiple stakeholders.

Over the two days participants focus on tools and techniques for managing good and poor performance, including identifying and tackling performance problems, structuring and holding difficult performance conversations, and dealing with reactions. Participants also learn how to identify and develop individuals with potential. Participants practice the techniques using their own case studies and receive peer feedback.

The programme provides a thorough grounding in =mc’s practical and highly adaptable Systems Model. This model is used by charities from Oxfam to Friends of the Earth, and public sector organisations from Shepway Council to Dumfries & Galloway Housing Partnership.

Participants discover how to scope a project, identifying project drivers, purpose, outcomes and success criteria. They acquire a portfolio of tools to map a project including Work Breakdown Structures and Critical Path Analysis. Participants also learn how to create effective project teams.

Participants are able to

Participants are able to

• identify and proactively manage good and poor performance

• plan using the =mc Systems Model

• hold courageous conversations in a structured way

• use a range of key project planning tools

• systematically identify and develop talent within their teams

• build project teams that perform

2 days: available in-house – customised content delivered at location of your choice managementcentre.co.uk/perfm

3 days: 19-21 March, 25-27 June, 12-14 November | £650 + VAT managementcentre.co.uk/pm

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Organisational Development Overview: Introduction to Consulting in Non-Profit Organisations Insights into the world of consultancy One day: available in-house – customised content delivered at a location of your choice

All programmes

Consultancy Skills Discover the principles of effective consulting Module 1 – three days: 23-25 April. £700 + VAT Module 2 – three days: 22-24 October. £700 + VAT

• include lunch and refreshments

• are in London • include a workbook • are also available in-house: customised content delivered at a location of your choice

Developing Commercial Awareness New skills and attitudes for the contract economy One day: available in-house – customised content delivered at a location of your choice Strategic Planning Tools Key strategic models and how to apply them One day: 11 March, 30 October. £230 + VAT The Balanced Scorecard and Strategy Maps Cutting-edge strategy tools for managing in turbulent times One day: 23 May, 25 November. £230 + VAT

Secure your place: managementcentre.co.uk/open-programmes or call +44 (0) 20 7978 1516

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The most practical session was definitely drawing up business plans and scoping projects. A very good day and extremely useful to help implement new services. I now want to go on the longer programme.

Jean Fox, Rural Housing Enabler, Community Impact Bucks

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Introduction to Consulting in Non-Profit Organisations Insights into the world of consultancy Introduction to Consulting in Non-Profit Organisations offers participants insights in how to use consultancy effectively inside their own organisations or externally if they are considering becoming independent consultants.

In this one-day programme, participants discover what’s involved in consultancy, key tools and approaches, using a variety of learning techniques including expert input and small group work. Participants leave with a practical workbook including their action plan.

Participants are able to • understand what consultancy involves in a not-for-profit setting • manage a consulting relationship effectively • assess their ability to consult effectively individually or in a team

=mc is a registered practice of the Institute of Consulting

1 day: available in-house – customised content delivered at a location of your choice managementcentre.co.uk/itc

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Consultancy Skills Discover the principles of effective consulting in two modules Consultancy Skills is designed for managers who ‘trouble-shoot’ in other departments, HR or L&D professionals who use consultancy as a complement to existing interventions, and individuals interested in a career in consultancy.

The two modules combine to provide a wider learning opportunity but also work independently for participants who want to focus on developing their skills in tangible areas of hard skills or less tangible areas of soft skills.

Both modules are led by members of =mc’s full-time consultancy team, all with hands-on experience of not-for-profit consultancy that delivers, and make use of expert input alongside case studies to embed the learning.

• Module 1 (‘hard’ skills) covers an introduction to consulting methodology, strategic analysis tools, organisational analysis tools, and setting yourself up as a consultant • Module 2 (soft skills) covers innovation, creating personal impact, coaching, facilitation skills and change management =mc is a registered practice of the Institute of Consulting

121 coaching | 3600 feedback Module 1: 3 days – 23-25 April | £700 + VAT Module 2: 3 days – 22-24 October | £700 + VAT managementcentre.co.uk/csp

Book and pay for both modules at the same time for £1,150 + VAT, a saving of £250

These tools are helping us think more clearly about the next phase of our development as well as how to measure and communicate the impact of our work.

Richard Brooks, Director of Marketing, Compassion in World Farming

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Developing Commercial Awareness New skills and attitudes for the contract economy Developing Commercial Awareness is designed for department heads, service heads and managers needing to contract or develop new chargeable services.

The programme uses case studies from organisations that have developed commercial services to support their work. Participants learn how to identify potential for efficiency – whether it’s charging for current services, developing new ‘for sale’ ideas, bidding for contracts, or simply understanding the importance of cost control. They also discover how to introduce the idea of commercial awareness to teams, and the very practical skill of how to construct a successful business proposition.

Participants are able to • establish the true cost of a service and how to recover costs • understand how to create commercial awareness in a team • develop plans to improve sustainability

1 day: available in-house – customised content delivered at location of your choice managementcentre.co.uk/dca

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Strategic Planning Tools Key strategic models and how to apply them Strategic Planning Tools helps participants understand and use a range of strategic tools – and how to integrate them into a flexible planning framework.

The programme is a toolbox approach built around five core modules: frameworks in planning, how to analyse challenges, managing service and activity portfolios, shaping new strategic directions, and defining organisational competencies in relation to vision and mission.

Participants are able to • share their strategic ideas effectively with colleagues • understand the key tools in strategy and their uses and limitations • assess their direction using Boston and Ansoff Matrices • frame decisions using Michael Porter’s 5 Forces approach

The Balanced Scorecard and Strategy Maps Cutting-edge strategy tools for managing in turbulent times The Balanced Scorecard and Strategy Maps is designed for people with responsibility for strategic planning including those seeking a new approach to strategy and those seeking a systematic way to implement strategy.

Participants discover the key elements of the scorecard including developing drivers, choosing perspectives, creating objectives, and working through the ‘how’ and ‘why’ logic. And they create a complementary scorecard with targets, initiatives, and ‘lead’ and ‘lag’ indicators. The programme also covers the latest strategy mapping approach and explores how participants can adopt this integrated approach to planning.

Participants are able to • understand the unique benefits of the Balanced Scorecard from other planning methodologies • build up a scorecard and strategy map for their organisation • see how to link strategy to operational action

1 day: 11 March, 30 October | £230 + VAT managementcentre.co.uk/spt

1 day: 23 May, 25 November | £230 + VAT managementcentre.co.uk/bsc

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Personal Impact and Effectiveness Overview: Transformational Presentation Skills Developing and delivering high-impact presentations Three days: 5-7 March, 11-13 June, 1-3 October, 3-5 December. £750 + VAT

All programmes

Creativity and Innovation Toolkit Releasing and realising new ideas One day: available in-house – customised content delivered at location of your choice

• include a workbook

Developing Personal Presence Crack the charisma code for high impact One day: 14 May, 18 November. £230 + VAT

• are in London • include lunch and refreshments • are also available in-house: customised content delivered at a location of your choice

Facilitation Skills Working with groups to achieve results Two days: 21-22 May, 28-29 October. £450 + VAT Influencing and Negotiating for Results Using psychology and practical techniques for the optimal outcome Two days: 26-27 February, 24-25 September. £450 + VAT Managing Multiple Priorities Practical solutions for managing effectively One day: 19 February, 20 May, 8 October. £230 + VAT Think on Your Feet Communicating with confidence and clarity under pressure One day: 16 May, 4 November. £230 + VAT Secure your place: managementcentre.co.uk/open-programmes or call +44 (0) 20 7978 1516

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IDF, TIM NOLAN

So much food for thought! Just 45 minutes after the last session I sat down with a colleague to address an issue that I’d been putting off for some time. I was able to draw directly on what I’d learnt on the programme and it really helped.

Tim Nolan, Editor, Diabetes Voice (IDF)

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Transformational Presentation Skills

Creativity and Innovation Toolkit

Developing and delivering high-impact presentations

Releasing and realising new ideas

Transformational Presentation Skills is the UK’s most popular presentation skills programme for the not-for-profit sector. In a small group of 10, with two dedicated coaches, participants learn how to deliver complex ideas simply and effectively to groups – whether it’s 10 or 1,000 people – using =mc’s systematic methodology.

Participants discover how to reduce preparation time, choose the right ‘style’ of presentation for their audience and make their presentation memorable. Participants also learn how to appear confident even when they’re nervous. As well as time to practice specific skills, participants deliver three ‘formal’, videoed presentations followed by 1-2-1 coaching with an =mc coach.

Participants are able to • control nerves and banish negative mindsets to present confidently • design and deliver their presentation for maximum impact

Creativity and Innovation Toolkit offers individuals a range of techniques to energise their teams, generate new ideas and put them into practice.

Participants learn seven creativity techniques and how to use a range of tools including Zwiki boxes and the 15ft advantage. They also learn how to maximise creativity in groups, ensuring everyone is engaged and removing the mindset traps that hold back creativity. Using =mc’s innovation value chain, participants explore taking ideas from origination to transformed results – innovation. They also explore how to create a culture of creativity and innovation with case studies from =mc’s work with the NSPCC, RNIB and UNICEF. Participants are able to • integrate creativity and innovation into their everyday work • use a range of techniques to generate new ideas • remove barriers to co-operation within teams and across departments

• present complex ideas simply and effectively 121 coaching 3 days: 5-7 March, 11-13 June, 1-3 October, 3-5 December | £750 + VAT managementcentre.co.uk/tps

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1 day: available in-house – customised content delivered at location of your choice managementcentre.co.uk/ci

A truly special three days – a time I will never forget. It was exhausting and rewarding in equal measures – and probably the most valuable skill set I will ever learn.

Bernard Collier, Chief Executive, Voluntary Action Westminster

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Developing Personal Presence Crack the charisma code for high impact Developing Personal Presence builds on skills individuals already have to develop a more sophisticated approach to impactful communications.

Participants first consider themselves as a personal brand – to assess their qualities and positioning, and to identify the type of presence they wish to develop. Then they crack the charisma code, acquiring the key techniques to help them impress their audience – on demand. Participants learn how to build rapport with a range of individuals using techniques borrowed from theatre improvisation. And we introduce them to key presence principles, finding out how outstanding communicators convey presence through a mixture of eye contact, body language and voice.

Participants are able to • have a clear sense of the presence they want to project • communicate complex ideas quickly and memorably • respond effectively under pressure

1 day: 14 May, 18 November | £230 + VAT managementcentre.co.uk/dpp

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Facilitation Skills Working with groups to achieve results

Influencing and Negotiating for Results

Facilitation Skills helps participants to gain the confidence and skills to work with groups to solve problems, agree direction and plan action in a productive way.

Using psychology and practical techniques for the optimal outcome

Participants engage with a variety of tools and techniques, including contracting principles, creating engagement, reading group dynamics, balancing task/process, structuring sessions for maximum impact, and learning evaluations. They learn to improve their personal communication skills including questioning, summarising and active listening. The programme includes hands-on experience of facilitating small group exercises with 360º feedback from fellow participants.

Influencing and Negotiating for Results is for individuals who want to boost their ability to persuade and convince others, including those who negotiate with stakeholders or work in cross-functional or multi-agency partnership teams. It also helps to enhance their ability to build rapport and handle conflict.

Participants are able to • help people work productively together in meetings • run focus groups and workshops on tasks

Participants learn how to recognise others’ psychological styles, adapt accordingly and re-frame information. They also discover how to work through the four distinct phases of a negotiation, and how to devise ethical win-win approaches.

Participants are able to

• use a range of approaches to organise group discussion

• choose an appropriate communication style to build rapport and influence others

• handle challenge and conflict in groups

• establish success parameters for negotiations • negotiate with the outcomes for all parties in mind See also The Influential Fundraiser: interpersonal and psychological skills to win over others on page 31 – designed specifically for fundraisers

2 days: 21-22 May, 28-29 October | £450 + VAT managementcentre.co.uk/fac

2 days: 26-27 February, 24-25 September | £450 + VAT managementcentre.co.uk/inr

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I now have tools to prepare for dealing with potentially challenging situations. Everyone says ‘prepare for that meeting’ but this session said ‘here’s how you can prepare for that meeting’.

Helen Longworth, Head of Policy and Communications, Oxfam

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Managing Multiple Priorities

Think on Your Feet

Practical solutions for managing effectively

Communicating with confidence and clarity under pressure

Managing Multiple Priorities promotes personal effectiveness through individual learning and change, enabling participants to take control of their work and time.

Think on Your Feet enables participants to make an impact under pressure, using techniques from the science of psychology to structure ideas quickly and simply, create memorable stories and simplify complex information.

Based on the work of a range of experts – from Steven Covey to Alan Lakein and Edward de Bono – participants identify practical solutions not only for themselves, but also for their teams. They learn how to balance two key decision bases, what and when, as well as how to manage demanding priorities against deadlines by distinguishing important from urgent tasks and discovering how to make decisions quickly. The programme provides insights into the challenges of managing time while working with others – including delegating effectively, reducing interruptions and dealing with dangerous ‘time bandits’.

A fast-paced and highly participative programme, the content includes presenting under pressure, using the Think/Feel/Do structure, TRAIN-ofthought technique and Occam’s razor reasoning. Participants learn how to handle tough questions confidently with the radar reply technique and using question jujitsu. And they discover how to deal with Sharks, Ramblers and Vultures. We also look at making messages memorable using the SUCCESS framework, developed by the Heath Brothers in their book Made to Stick.

Participants are able to

Participants are able to

• focus their energies to deliver results

• perform impressively in unexpected situations

• manage heavy workloads and constant interruptions

• handle challenges and hostile situations confidently

• improve work-life balance

• increase their audiences’ ability to retain and recall information

1 day: 19 February, 20 May, 8 October | £230 + VAT managementcentre.co.uk/mmp

1 day: 16 May, 4 November | £230 + VAT managementcentre.co.uk/tf

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Fundraising Overview: Strategic Planning Tools for Fundraising Transforming fundraising performance using planning tools and frameworks One day: 25 February, 7 October. £230 + VAT The Influential Fundraiser Interpersonal and psychological skills to win over others One day: 25 March, 31 October. £230 + VAT Both programmes • are in London • include a workbook or book • include lunch and refreshments • are also available in-house: customised content delivered at a location of your choice

Secure your place: managementcentre.co.uk/open-programmes or call +44 (0) 20 7978 1516

28 | Learning + Development 2013

The programme was the best I have ever been on, and a lot of fun. I have now used many of the tools and models at work, changing the day-to-day aspects of my job. I have even been able to apply some of the learning to my personal life. Overall, I am now a better communicator and feel more confident in myself.

Bobby James, Trusts and Statutory Executive, Crisis

managementcentre.co.uk | 29

I’ll use all aspects from the course in my day-to-day work. It was really interesting and insightful. Thank you!

Helen Richardson, Lottery & Trust Fundraiser, Shelter

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Strategic Planning Tools for Fundraising Transforming fundraising performance using planning tools and frameworks Strategic Planning Tools for Fundraising is designed for development directors and senior fundraisers who need strategic tools and techniques to develop a new or reframe an existing fundraising strategy.

The Influential Fundraiser Interpersonal and psychological skills to win over others Based on the best-selling book The Influential Fundraiser by =mc’s directors Bernard Ross and Clare Segal, this programme is designed for development and fundraising directors, major donor and corporate fundraisers, and volunteers. Participants develop the skills and confidence to handle donors effectively.

Participants gain an understanding of current key thinking in strategy, from core competencies to blue and white water approaches, as well as clarification of strategic terms such as values, core business and emergent and intended strategy. Participants also cover the environmental context (using PEST and SWOT), competitor and gap analysis to identify where there is potential to make a significant difference, and how to generate strategic drivers.

Drawing on the latest thinking in psychology and neurology to analyse and respond well to interpersonal situations, participants discover the powerful 5P Framework, exploring the importance of passion, proposals, preparation, persuasion and persistence.

Participants are able to

• design an effective case using the four basic case types

• assess their fundraising portfolio and establish the relative impact of each initiative

• build ultra-fast rapport with donors and supporters

• decide key development directions and the risks associated with them

Participants are able to • interpret a donor’s psychological preferences and match their approach

Each participant receives a copy of the book, The Influential Fundraiser.

• engage colleagues and board members in strategic discussions

1 day: 25 February, 7 October | £230 + VAT managementcentre.co.uk/sptf

1 day: 25 March, 31 October | £230 + VAT managementcentre.co.uk/if

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Looking for consultancy?

As well as our learning & development team, we also have experienced teams delivering fundraising and management consultancy.

To find out more visit www.managementcentre.co.uk or call +44 (0) 20 7978 1516.

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Bookings It takes just a few minutes to book at managementcentre.co.uk/open-programmes. If you are unable to book online, please contact us on +44 (0) 20 7978 1516.

We can hold provisional bookings for up to five working days.

When you confirm your booking, we send you an invoice. Payment needs to be made within 28 days of the date of the invoice or before the programme starts, if that is sooner. We are unable to accept card payments.

For cancellation terms, see managementcentre.co.uk/open-programmes.

Group bookings We can offer discounts for group bookings. Contact Pauline Bailey, Programme Manager, on +44 (0) 20 7978 1516 or p.bailey@managementcentre.co.uk.

In-house training If you want to discuss your organisation’s learning and development needs, and explore in-house training options, contact Clare Segal, Director, on +44 (0) 20 7978 1516 or c.segal@managementcentre.co.uk.

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Open training programme 2013 February 19 Managing Multiple Priorities 21 Leading and Managing Change 25 Strategic Planning Tools for Fundraising 26-27 Influencing and Negotiating for Results March 4 Emotional Intelligence in Management 5-7 Transformational Presentation Skills 11 Strategic Planning Tools 12-14 Leadership Development Programme 18 Good to Great 19-21 Project Management 25 The Influential Fundraiser 26-28 Emerging Managers Programme April 16-18 Strategic Leadership Programme 23-25 Consultancy Skills, module 1 May 14 Developing Personal Presence 16 Think on Your Feet 20 Managing Multiple Priorities 21-22 Facilitation Skills 23 The Balanced Scorecard and Strategy Maps

p.27 p.7 p.31 p.25 p.11 p.22 p.19 p.5 p.4 p.13 p.31 p.10 p.7 p.16 p.24 p.27 p.27 p.25 p.19

June 4-6 Leadership Development Programme p.5 11-13 Transformational Presentation Skills p.22 18-19 Coaching Skills for Managers p.10 25-27 Project Management p.13 July 2-4 Emerging Managers Programme p.10 September 24-25 Influencing and Negotiating for Results p.25 October 1-3 Transformational Presentation Skills p.22 7 Strategic Planning Tools for Fundraising p.31 8 Managing Multiple Priorities p.27 9 Good to Great p.4 10 Leading and Managing Change p.7 15-17 Strategic Leadership Programme p.7 22-24 Consultancy Skills, module 2 p.16 28-29 Facilitation Skills p.25 30 Strategic Planning Tools p.19 31 The Influential Fundraiser p.31

November 4 Think on Your Feet p.27 5-7 Emerging Managers Programme p.10 12-14 Project Management p.13 18 Developing Personal Presence p.24 25 The Balanced Scorecard and Strategy Maps p.19 26-28 Leadership Development Programme p.5 December 3-5 Transformational Presentation Skills p.22

1 day £230 2 days £450 3 days £650-£750 All programmes include workbook, lunch and refreshments managementcentre.co.uk/open-programmes +44 (0) 20 7978 1516.

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